Turning PresentationsInto Loans!!

• Remember that the Presentation itself is only the bait• Bait alone does catch fish• You MUST have a plan to Land the Fish

• The Follow Up Plan • Use your Plan for both 1 on 1 and Group presentations

• It is “Highly Un-Likely” that 10 people are going to approach you at the end of your presentation and say:

“Great presentation, hear are 3 buyer leads for you to call”• I’m sorry to break that bad news

• Start with a way to track your progress• Consistency is the KEY to any follow up plan• If you are not tracking your targets through the process, How do you

know where you are?

• Deploy the Follow Up Formula1. Email any and all attendees within 24 hours of the Presentation

(with or without Video)2. Call your “Targets” within 48 hours of the Presentation (if it is a 1 on

1 presentation, do step 3 first, call after delivery)3. Send a Card to them in the mail

(make sure it is delivered within a week)

• Have a Pre-written Email ready to go• Personalize it to the attendee Hey Freddy, Just wanted to send a quick Thank You for attending the Facebook Neighborhood Page presentation. If you have any questions or need any help putting it together, feel free to call me at 747-221-6649. I will be glad to help you. Your Friendly Neighborhood Lender,Paul BaxterLegacy Financial747-221-6649

• Know what you are going to say before you call Hey Freddy, this is Paul Baxter with legacy Financial calling. I wanted to thank you again for attending the Facebook Neighborhood Page class on Tuesday and find out if you had any questions or need any help in getting it put together?(pause for response)

• If they have a question: I get that question quite a bit. Let’s set down and go through the steps together. That way all your questions get answered as you implement the strategy. I have Thursday at 2 or Friday at 3 available, which works best for you.

• If they don’t have a question: Great to hear. I hope the class was valuable to you. I would love to share a meal with you and get to know more about your real estate business, my treat of course. I have Thursday at 12 or Friday at 1 available, which works best for you.

• Have your Cards ready to go and just fill in the blanks Hey _____,

Thank you for attending the _____ class the other day. Please let me know if you have any questions. I am here to help.

Your Friend and Lender, Paul Baxter (your signature)

Include 2 Business cards

• If you did not get the Face to Face opportunity keep calling• 90% of Sales take place AFTER the 3rd contact

Hey there Freddy McRealty this Paul Baxter with Legacy Financial Group. I’m calling today because I’ve heard that you are serious about building your Real Estate business. I would love to treat you to coffee and explore how I may be able to help you build your business.

I’m only asking for 20-30 minutes of your time. Is Thursday at 3 or Friday at 2 better for you?

• If you are doing Presentations consistently you can mix an invitation call in

Hey Freddy, it’s Paul Baxter with Legacy Financial. I am calling to let you know I have a new training class coming up on Thursday the 8th of January about how to market to your database. I would love to see you there. Can I put you on the confirmation list?

• Track all of the steps Did you send your email? Did you send your Card? Did you call them?

• Keep your tracking sheet clean• Delete those that are not targets• Remove those that are not a good fit

• You are now equipped with several presentation types Lunch and Learn Coffee and Questions Appreciation Breakfast Book of the Month Club• You have a Follow Up Formula

A tracking sheet Email Pre written Call Script ready to deploy Pre-written cards ready to plug and go

• Join tomorrow for a full and complete Done 4 –U presentation that every top agent should be using for their Farm Areas

Facebook Neighborhood Fan Pages -